展會(huì)客戶砍價(jià)，四種殺價(jià)情況的應(yīng)對(duì)訣竅

新顧問作者:小新老師 | 2019-10-19 | 瀏覽量1579

展會(huì)中展會(huì)后我們和客戶談?wù)撚唵蔚臅r(shí)候定然會(huì)出現(xiàn)砍價(jià)情況，這里總結(jié)四種客戶殺價(jià)的情況應(yīng)對(duì)訣竅，平時(shí)的時(shí)候當(dāng)大家碰到客戶討價(jià)還價(jià)的時(shí)候就可以直接發(fā)送給他。

第一種，來展會(huì)上逛展的老客戶，表示市場(chǎng)環(huán)境不好，要求給與支持：Market very low in USA，現(xiàn)在美國市場(chǎng)不太好，這個(gè)產(chǎn)品關(guān)稅很高，競(jìng)爭(zhēng)很大，同行的價(jià)格都很低，希望給與支持。
Now American market is in a bad situation and the tariff for the product is high. In addition, there is great competition among our peers. Therefore, I hope there is more support for us.

應(yīng)對(duì)方法：
我也聽說現(xiàn)在美國市場(chǎng)不太好。I also heard about the bad situation in American market.
但是想必你也從其他供應(yīng)商那里得知了吧，原材料最近上漲很多。However, you must have got information from other suppliers that the price for raw materials has increased a lot recently.
現(xiàn)在中國環(huán)保查的很嚴(yán)，我們產(chǎn)能下降很多。At present, environmental protection authorities are acting a tighter supervision on us leading to a great decrease in our productivity.
而且最近匯率很低，希望你能了解到我們處境同樣不容易，所以希望你能接受我們這個(gè)價(jià)格。What’s more, the exchange rate is lower than before, which also put us in an adverse circumstance. So I hope you can accept our price.

第二種：I've got a better price from another supplier.我們?cè)谄渌?yīng)商那里獲得了一個(gè)更好的價(jià)格

應(yīng)對(duì)方法：
我們也有一些更便宜的同款的產(chǎn)品，但是質(zhì)量肯定比我推薦給你的要差很多，請(qǐng)考慮一下，我們可以給你提供不同質(zhì)量等級(jí)的產(chǎn)品，但是便宜的那款損耗肯定更大，風(fēng)險(xiǎn)也很大。
We also have some cheaper products of the same type, but the quality is not good at all, compared to the ones I recommended you, so please have second thoughts on it. Of course, we can provide you with products with different qualities, but it is sure that the cheaper ones will be more easy to wear and tear and more importantly have more risks.

Ohter supplier give me $2.其他供應(yīng)商給我2美金。

應(yīng)對(duì)方法：
我們也可以給你那個(gè)價(jià)格，甚至我們可以給你更便宜的價(jià)格。我們之所以現(xiàn)在沒有那么便宜的產(chǎn)品就是因?yàn)楫a(chǎn)品是質(zhì)量的核心，以前那種便宜的產(chǎn)品有過幾次質(zhì)量問題，我們和客戶都損失很大，價(jià)格太便宜的產(chǎn)品會(huì)有很大的風(fēng)險(xiǎn)，因此后來我們不生產(chǎn)了。從長(zhǎng)期來看，購買太便宜的產(chǎn)品對(duì)于市場(chǎng)的開拓和銷售以及老客戶維護(hù)是不利的。
We can also offer you that price, even a lower one. But the reason why we don’t provide products with that low price is that the quality of the product is the core for our business. We and our customers used to suffer a great loss from that kind of cheap products for the risks of them are so high. Therefore, we don’t produce like that anymore. In a long term, the cheap products are harmful for exploiting the market as well as keeping customers.

第三種: 如果你們不能給我更好的價(jià)格，那么我只能下單給其他供應(yīng)了.

應(yīng)對(duì)方法：
我們給其他客戶都是高于你這個(gè)價(jià)格的，其他客戶也沒有這樣抱怨的。
我給你的價(jià)格非常的合理，我們的報(bào)價(jià)總是與市場(chǎng)的價(jià)格保持一致，針對(duì)這個(gè)價(jià)格、包裝、交期、售后，我認(rèn)為我們的非常的合理。
Actually when we offered higher price to other customers, they didn’t have such complaints like you did.
The price I offered to you is quite reasonable and our quotation are always in line with that in the market. We are offering a reasonable price for the package, delivery time and also after-sales service.

第四種：如果價(jià)格合適，那么我馬上下單

應(yīng)對(duì)方法：
我們?cè)诋a(chǎn)品質(zhì)量、交期、包裝、售后、付款等方面都是高于其他供應(yīng)商的，正因?yàn)槿绱?，我們的利?rùn)非常低，這些高于同行的方面我們需要付出很大的成本，如果說再降價(jià)，那么我們就無法保證能達(dá)到這些，
We have better performance on the product quality, delivery time, package,after sale service and also payment than other suppliers, so our profit is quite low. We have to spend more on these aspects to guarantee a better performance, so we cannot guarantee these to you if you really want to cut down the price.

此外，其他情況，我們可以用上一個(gè)萬能的價(jià)格應(yīng)對(duì)句型：

我十分相信你們?cè)谄渌?yīng)商那里得到了一個(gè)更好的價(jià)格，但是我認(rèn)為我們的產(chǎn)品質(zhì)量和服務(wù)會(huì)幫助你生意上受益。我們的買不了就是給客戶提供高性價(jià)比的產(chǎn)品，正因?yàn)槿绱擞蟹浅６嗟幕仡^客。我們的產(chǎn)品也廣受好評(píng)。
I believe that you got a good price from other suppliers but we can assure you a better product quality and service to benefit your business. What we are aiming to do is to provide cost effective products to our customers. That is why we have so many repeat customers and have received many favourable comments.

做外貿(mào)的過程中，我們遇到的問題，稀奇古怪，老外拋出的各種問題都有，這并不是書本能夠?qū)懭摹Ｖ挥袑W(xué)會(huì)自己積累這些話術(shù)的方法，自己去積累，這樣我們?cè)倜鎸?duì)各種各樣的外貿(mào)談判問題的時(shí)候才能游刃有余。